April 9, 2019 - Volume 72
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
"The Right Process Promises Consistent Results"

Consistent results come from consistent activities. Whether it's installing equipment or selling service agreements, you must follow a process to get reliable results.

This week, Weldon Long explains the RISC process to help you systematically approach sales opportunities and improve your close rate. Plus, Gary Elekes outlines his technician sales training process and Drew Cameron discusses helping your customers get financing.

All that and more, on the latest episode of Cracking the Code!

Watch the Show
Download the Podcast

Watch now before it enters the EGIA members-only archive on 4/15.

Submit HVAC Scholarship Application by April 30, 2019

The EGIA Foundation is awarding 20 scholarships of $2,500 to students studying HVAC at an accredited community college, technical/vocational school, or other approved technical institute during the 2019-2020 academic year.

The last day for application submission is APRIL 30. Please share this opportunity with any high school seniors or recent graduates looking to advance their career in HVAC.

To learn more about the program and its eligibility requirements, or to apply, click below.

About the EGIA Foundation
Learn More & Apply
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
In March 2019, we surveyed contractors on employee retention. Below is the result from one of the questions we asked:

How long has the average technician been employed at your company?

Turnover can be disastrous for a business owner, with an estimated cost of 200% of a year’s salary for highly-skilled positions. So once you’ve acquired new talent, it’s even more crucial to keep them onboard. According to the contractors who took our survey, the most common term-of-employment for technicians (37%) is two and four years. It’s encouraging to see that nearly half (47%) of reported technicians have been employed four or more years. Contractors also communicated similar employment durations for office workers, with the majority having worked for their respective companies for two to four years.


Log-in to access this month’s research report on Employee Retention, along with more than six years of industry research archives.

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Visit the Contractor University Core Curriculum and Best Practices Library at EGIA.org/University for training and education resources on leadership, human resources, hiring, and other related topics.

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on TV and Radio Advertising

Advertising through television and radio has been a long-lived marketing approach for reaching highly targeted audiences. But has broadcast advertising lost its luster in today’s digital landscape? In this month’s Snapshot Survey, we’re revisiting two previous surveys to understand how your company is currently utilizing tv and radio and how broadcast advertising has evolved over the last five years.

Take this month's survey on TV and Radio Advertising and be entered for a chance to win a $100 Visa or MasterCard gift card.

Take the Survey Now
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Free Snippet from Our Biweekly “Ask the Experts” Conference Calls

How do you suggest changing the mindset of a service tech who is resistant to adopting a selling mentality?


A big part of it is about changing perspective. When people find out new information, it changes how they view a situation. I was out in California working with a client and they had this guy working inside on the telephone as a re-hasher. If a salesperson failed to sell a deal, he’d call them and try to get them back on. He did that for about a year and was really good at it, and decided he wanted to go into sales. …

Read More

Register & Submit Your Own Questions for the Next "Ask the Experts" Conference Calls for Alliance and Premium EGIA Members

Register for Monday 4/15
10am Pacific (1pm Eastern)
Register for Monday 4/29
10am Pacific (1pm Eastern)
EPIC 2018
Register Now for the Ultimate Educational Experience for Contractors

We’ve assembled an all-star cast of industry titans to deliver you game-changing business expertise under the Vegas lights. Join us for 2 days of inspirational breakout sessions, dynamic networking opportunities, and powerful motivation from unforgettable keynote speakers – including television legend Jay Leno. Just listen to our previous attendee’s experience:

“I don’t know if you can put a price tag on the value of this conference with the amount of networking, information given and overall support for your business. Each speaker had endless amounts of knowledge.”

– Cathleen Helin, Northern Plumbing & Heating

Registration is now open for the event, with free tickets included at most EGIA membership levels. This event will sell-out, so don’t wait: lock-in your spot today!

Register Now
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Sign Up Now to Secure a Seat

As spring arrives, a seasonal slowdown may be fast approaching. This is the perfect time to register for EGIA’s educational workshops, chock-full of helpful strategies to fortify your home services business.

There are 5 live educational workshops on the calendar through the end of April, on wide-ranging topics that are absolutely crucial to the success of contracting businesses, including customer service, sales, leadership and technician communication.

Most will sell out – and the slate of fall workshops is still five months away – so sign-up today while space is available. As always, registration is free for EGIA Premium Members!

View Full Event Schedule
EGIA Members Save $75 On Registration

Join us at the High-Performance HVAC Summit put on by our friends at the National Comfort Institute, April 15-18 in Orlando -- the only event of its kind that focuses entirely on selling and delivering high-performance HVAC systems.

Open to the entire industry, the Summit gathers like-minded performance-based professionals in a powerful event that mixes general sessions, breakout workshops, networking and much more. You'll walk away refreshed and focused on this year's topic: the entire high-performance sales and delivery cycle.

Be sure to attend EGIA's "Breakthrough Business Leadership" workshop immediately following the event on April 18 at the same venue!

EGIA members receive a $75 discount off registration to the NCI Summit and Alliance and Premium EGIA members receive free registration to the April 18th "Breakthrough Business Leadership" workshop! Learn more and register today at the links below.

April 18 Leadership Workshop
NCI Summit Website
EGIA Podcast
“Estimate for Time to Install Ductwork by Ton”

On ContractorConnect.org, Tim asks:

“I am looking for estimates for rough-in (installing indoor system, line-set drain & ductwork) on new construction. We currently use 2 men for 3 days for up to 2.5 ton, 2 men for 4 days for 3-3.5 ton and 2 men for 5 days for 4-5 ton and adjust based on difficulty. I want to check my model.”

Visit ContractorConnect.org

See other contractors’ and consultants’ feedback, and join the conversation yourself, on Contractor Connect – the latest EGIA member benefit free for all members.

Industry Leading Financing Available for Contractors

Join the world's leading home service companies and start using ServiceTitan to manage your home services business. Run your business with ease by incorporating industry best practices to help you streamline operations, improve sales, provide a better customer experience, and lower costs. ServiceTitan is powerful yet easy to use, combining scheduling, dispatch, invoicing, sales, marketing, reporting, and more in a mobile, cloud-based platform.

Special Offer for EGIA Members:
25% or More Off Home Services Management Software
HVAC Sales Academy Video
More About This Offer
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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Customer Service & Dispatching Training

Customer Service & Dispatching Training is one of the 10 core areas of curriculum available through EGIA Contractor University, created to streamline and improve the customer service process and help companies book more of the calls they’re already receiving. For each core curriculum topic, online classes, in-person workshops and online library resources (videos, templates, and implementation tools) are available for EGIA members. To learn more about our Customer Service & Dispatching Training, watch the intro video below and take the online class demo.

HVAC Sales Academy Video
Customer Service & Dispatching Online Class Demo
HVAC Sales Academy Video
Customer Service & Dispatching
Intro Video
For more information about EGIA membership,
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